Consultative Sales

Growth poses a challenge for numerous businesses:

  • Which products should we market?
  • To which industries should we cater?
  • What sales approach should we employ?

These questions are often complex and daunting for business leaders. While Consultative Sales may not provide answers to all the aforementioned queries, it does offer an effective alternative to the overused, aggressive, foot-in-the-door sales approach.

Consultative Sales entail personal selling in which the salesperson assumes the role of a consultant. They assist the customer in identifying their needs and subsequently recommend products and services that fulfill those requirements. Consultative Sales incorporate the approach developed by Neil Rackham, David Sandler, and others, promoting greater collaboration with and involvement from the buyer in the sales process.

This method starkly contrasts with the scripted, high-pressure sales approach. Consider, when others are selling to you, which technique engages you the most? Which do you prefer? Now, reflect for a moment on the approach you are currently employing with your own customers!

The Raffrey Consultative Sales programme concentrates on cultivating each participant's individual sales skills. This programme has been refined and perfected over numerous years, spanning an extensive array of industries, products, and services. Employing a workshop setting that involves key sales personnel has proven to be the most effective method for disseminating this wealth of knowledge.

The primary objectives of the workshop encompass:

  • Exploring the process of consultative selling
  • Acquiring knowledge of the types of questions to unveil client needs
  • Comprehending the procedure for presenting products/services
  • Understanding various people's styles
  • Delving into in-depth questioning, utilising the S.P.I.N. technique
  • Distinguishing between confirming the business and finalising the deal

  • Arrival, Introduction, and Workshop Overview
  • Workshop Objectives – Participants
  • The Sales Triangle
  • Contact
    1. Maintaining Motivation
    2. What Are You Truly Selling?
    3. How Can You Enhance Value?
  • Consultation (Needs/Solution)
    1. Communication
    2. Establishing Rapport
    3. Personal Selling Styles (e.g. D.I.S.C.)
    4. Posing Questions
    5. The S.P.I.N. Model: Listening
    6. Features, Advantages, and Benefits
  • Confirmation
    1. Influence Patterns
    2. Addressing Objections
    3. Closing
    4. Sustaining Relationships
  • Workshop Evaluation and Follow-Up

The Raffrey Consultative Sales workshop is typically conducted over a period of one to two days, either on-site or off-site. Naturally, the schedule will be customised to accommodate your specific business requirements.

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    IMPORTANT NOTICE

    Information contained in this document constitutes general comments only for the purposes of education, and is not intended to constitute or convey specific advice. Clients should not act solely on the basis of the material contained in this document. Also, be aware that changes in relevant legislation may occur following publication of this document. Therefore, we recommend that formal advice be obtained before taking any action on matters covered by this document. This document is issued as a guide for clients only, and for their private information. Therefore, it should be regarded as confidential, and should not be made available to any other person without our prior written approval.